BIZNOLOGY | TUESDAY, OCTOBER 20, 2015
[Sales] I put my Sales money where my CRM mouth is
As all of you well know, it’s not easy doing sales, keeping customers happy, getting to know prospects and build the sort of trust required to end up doing business together, while also fulfilling contracts, being responsive to retainers, managing local and overseas teams, and also keeping up with my fair share of hourly consulting work.
SALES PROSPECTING PERSPECTIVES | TUESDAY, DECEMBER 30, 2014
[Sales] What Are You Doing to Prevent No-Shows for January B2B Sales Calls?
Here are a few things that have worked here at AG Salesworks to minimize the likelihood that prospects will attempt to reschedule or cancel those important 2015 B2B sales calls: 1) Send a 24-hour reminder email. think we all can get in the bad habit of thinking that our sales calls are at the top of our prospects'' minds first quarter.
YOUR SALES MANAGEMENT GURU | MONDAY, JUNE 4, 2012
[Sales] Sales Leadership: Salesperson Business Plans
Sales Leadership: Planning for the Second Half of the Year. One of the first items we needed to address was the lack of accurate monthly forecasting by the sales team and the lack of accountability of the sales leadership team. Training needs: sales, industry, product/service, operations. Personal income goals. link].
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, FEBRUARY 5, 2014
[Sales] Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters
AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization. For Workers.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, AUGUST 20, 2014
[Sales] B2B Sales Prospecting: Remember to Finish Listening!
AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process. The Sales Dance: Four Steps to a Better Presentation Stephen R. Covey.
VIEWPOINT | WEDNESDAY, APRIL 1, 2015
[Sales] 2015 Horoscope for Sales Executives: from Danmac the Magnificent
You were feeling pretty good about work until the new SVP of Sales & Marketing announced that leads sourced by marketing have to be proactively accepted or rejected by sales; AND if you reject a lead you have to say why. Based on CSO Insights you can still beat most of the other sales reps out there with just a little effort.
INDUSTRIAL MARKETING TODAY | MONDAY, NOVEMBER 4, 2013
[Sales] Industrial Marketing Can’t Succeed Without Sales
I can assure you this is not another post about sales and marketing alignment. Content Marketing Inbound Marketing Industrial Marketing Strategies industrial lead generation Industrial Marketing Marketing Qualified Ledsa (MQLs) Sales Qualified Leads (SQLs This is only a content summary.
YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 22, 2012
[Sales] Sales Leadership: Nine Minutes on Monday
My speaking and sales leadership consulting practice causes me to work with many individuals that are experiencing situations of stress that include either learning to manage a sales team for the first time or their organizations are not performing at optimal levels. Ken’s latest book is : Leading High Performance Sales Teams!
CMO ESSENTIALS | THURSDAY, DECEMBER 11, 2014
[Sales] 21+ B2B Marketing & Sales Pros Empowered by Emotion
As this is the time when marketers often make predictions for the coming year, I think it’s a safe bet to say that in 2015 and beyond, emotion, empathy, and building meaningful connections will be significant competitive advantages for B2B marketing and sales professionals. Why 21+ though? You can follow Jill on Twitter via: @Jill_Rowley.
FEARLESS COMPETITOR | TUESDAY, MARCH 15, 2011
[Sales] The Invisible Sales Rep
To read the original post, please visit: The Invisible Sales Rep. Why would any sales rep make the decision to be invisible to customers and prospects? They wanted my opinion as to which areas of their sales strategy and tactics need to have a new focus. Average # of LinkedIn connections per Sales Manager/leader: 307.
YOUR SALES MANAGEMENT GURU | MONDAY, JULY 7, 2014
[Sales] Creativity for Sales Leaders
Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. For first time sales managers is now available: [link]. Another example is J.R.R.
SALES INTELLIGENCE VIEW | THURSDAY, SEPTEMBER 8, 2011
[Sales] 20 Awesome Sales Posts You Should Read
Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way. Here are 20 posts you should read from some of the best-known experts in sales. How to Write a Sales Territory Plan – Ron Snyder; Selling Power Blog. Prospecting Sales 2.0
CONVERSIONATION | THURSDAY, JULY 21, 2011
[Sales] B2B: Involve Your Sales People in Social Media Marketing and CRM Now
In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?
MODERN B2B MARKETING | TUESDAY, OCTOBER 8, 2013
[Sales] Good Sales Teams Close Deals, Great Sales Teams Earn Trust
There are many important best practices in sales , but the formula for winning is simple: you earn trust. Here are the 3 pillars of trust that I challenge every AE on the Marketo sales team to live and breathe when speaking with prospective customers: 1) Get the person on the other end to LIKE you. Sales won’t cut it.
VIEWPOINT | THURSDAY, AUGUST 29, 2013
[Sales] Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts
Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. Via Score More Sales. Via Radius.
INDUSTRIAL MARKETING TODAY | MONDAY, AUGUST 27, 2012
[Sales] Digital Marketing Can Increase Industrial Sales
Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).
SALES INTELLIGENCE VIEW | WEDNESDAY, FEBRUARY 3, 2016
[Sales] Top 3 Disconnects Between Sales and Marketing – Infographic [#Smarketing]
We recently surveyed 1,000 sales and marketing professionals, asking questions around their alignment with the other team. Our research found that there are three primary reasons for misalignment between sales and marketing teams, and we’ve created this […].
SALES PROSPECTING PERSPECTIVES | THURSDAY, MARCH 28, 2013
[Sales] Sales Prospecting For Minutemen
Sales Prospecting Perspectives is pleased to bring you a post from Business Development Representative Kyle Smith. One of the first rules of prospecting (and sales in general) is to know the company/vertical you are calling into and what specific pains you can solve for your targeted contacts. This is the equivalent of product dumping.
CAPTORA | TUESDAY, DECEMBER 8, 2015
[Sales] Division of Labor: Determining Sales’ B2B Pipeline Contribution
A little friendly competition between sales and marketing teams isn’t rare — at times it is to be encouraged. Smart companies divvy up pipeline contribution targets to ensure sales and marketing leaders understand what percentage each “owes.” Sales Loaded Cost + Marketing Loaded Cost + Small Avg. Striking a Balance.
MODERN B2B MARKETING | MONDAY, JUNE 15, 2015
[Sales] [Infographic] 7 Steps for SaaS Sales Success
Author: Ben Daters The best sales reps are the ones that clearly know the stages and complexity of their sales cycle and the dynamic elements that can be different based on the size of the opportunity. challenge each salesperson to define the stages in their sales cycle and identify their strengths and weaknesses. Enjoy!
SALES PROSPECTING PERSPECTIVES | MONDAY, DECEMBER 29, 2014
[Sales] Sales Prospecting Perspectives' Top 10 Blog Posts in 2014
Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. How to Write an Effective Sales Prospecting Email. Samantha Goldman’s post in January was the most popular post on Sales Prospecting Perspectives in 2014. Happy December 31, everyone! What are yours?
VIDYARD | TUESDAY, DECEMBER 15, 2015
[Sales] Your Sales Team Has A Video Problem
People buy from people: a core sales principal that is getting more difficult each year. Best-in-class sales teams understand the importance of connecting emotionally with customers. However, today’s customers are leveraging the vast information of the internet to research, compare and review solutions without any sales assistance.
CAPTORA | THURSDAY, DECEMBER 17, 2015
[Sales] Why Marketing Has Many Jobs (And Sales Only Has One)
sales executive might be asked to attend a funding pitch. While responsibilities silo and departments like Sales focus in on what they are hired to do- and work on just that- marketing tends to get pulled in even more directions just when financial targets for leads and pipeline get more demanding. priority. The list goes on.
VIEWPOINT | WEDNESDAY, FEBRUARY 18, 2015
[Sales] Sales Lead Management Leads to the Most Efficient Media Buy
Sales Leads Sales & Marketing Management Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JANUARY 8, 2014
[Sales] 12 Tips for Building and Managing a Bigger Sales Pipeline
Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Most leads aren’t sales-ready: Whether you’re sending out campaigns or fielding inbound calls, as little as 15 percent of your leads are going to be both qualified and sales-ready. for you. You simply execute.
IT'S ALL ABOUT REVENUE | MONDAY, APRIL 16, 2012
[Sales] 6 Ways Marketing Can Help Generate Early Leads for Sales
What does sales want more,” he asked, “qualified leads or early leads?”. Research indicates that sales cycles are 22% longer over the past 5 years but 49% of companies are saying that their buying cycles are shorter. Clearly, buyers are far more educated and sales is excluded from much of the conversation. My answer: Both.
SALES PROSPECTING PERSPECTIVES | THURSDAY, OCTOBER 31, 2013
[Sales] How Invested are Your Inside Sales Reps?
Over the summer, the AG team created a list of 50 traits an inside sales rep should have. Number 43 was that an inside sales rep should be invested. The main traits and skills that I feel an inside sales rep should have to be invested are: Devotion, Persistence, Active Listening. If they are not interested, GREAT! Find out why.
IT'S ALL ABOUT REVENUE | THURSDAY, MARCH 29, 2012
[Sales] 3 Strategies Pro Golfers Could Teach Sales and Marketing
Turns out this 20/80 rule holds true for sales and marketing. Some organizations might see early success purely on the talent of their sales force or product. Below I highlight 3 sales and marketing strategies gleaned from competitive sport of golf. 1. Get Your Team in Order. They align their team. Keep Score. Want more?
TONY ZAMBITO | SUNDAY, MAY 8, 2011
[Sales] Content Marketing and Sales Enablement Must Get Married
The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America. Marketing becoming the home for content strategy and sales enablement finding its’ home in sales. Image via Wikipedia. What’s going on?
SALES PROSPECTING PERSPECTIVES | TUESDAY, DECEMBER 9, 2014
[Sales] What Kind of Sales Superhero Are You? [Quiz]
In a world… where sales stars are born… Four have risen above the rest and become… Superheroes! Are you Inside Sales Iron Man , confident and persistent, well-armored against objections and always researching new techniques? Sales Prospecting B2B Inside Sales B2B Sales Success
B2B LEAD GENERATION BLOG | SUNDAY, MARCH 25, 2012
[Sales] How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned
Tweet If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! They hammered out: A glossary to ensure everyone spoke the same sales and marketing language. The sales team had accepted none of them. Looked great on paper. Levy says.
INDUSTRIAL MARKETING TODAY | FRIDAY, FEBRUARY 19, 2016
[Sales] How Manufacturing Content Marketing Sets the Table for Sales
They both inquired about using manufacturing content marketing to help their sales efforts. Both these companies had used telemarketing and other conventional marketing tactics with very little success in generating sales qualified leads. I recently received two emails from two different manufacturers. This is only a content summary.
ANNUITAS | TUESDAY, AUGUST 5, 2014
[Sales] Buyers Don’t Care About Your Sales Funnel
I read an article recently that discussed how content can “help push your prospects through the sales funnel.” However, if organizations are taking the very insular view of “pushing their buyer through the sales funnel” it would explain quite a bit about the lack of effectiveness. Pretty anemic!
B2B LEAD GENERATION BLOG | MONDAY, SEPTEMBER 23, 2013
[Sales] Lead Generation: How using science increased teleprospecting sales handoffs 304%
There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. How can we get the most sales handoffs with the least effort? Test #1.
B2B LEAD GENERATION BLOG | TUESDAY, AUGUST 30, 2011
[Sales] Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Here’s how you can go about it: 1.
SALES INTELLIGENCE VIEW | WEDNESDAY, MARCH 28, 2012
[Sales] 7 Ways Sales Intelligence Gives You Super Powers
Tom Meriam is the VP of Sales at Spear Marketing Group, a B2B Marketing Agency , and writer for his personal website: ROI Marketing Insights. Tom has spent over the last 15 years in the sales and executive levels. Now, before you start exposing your sales team to gamma rays and radioactive spiders, there’s another solution.
YOUR SALES MANAGEMENT GURU | TUESDAY, SEPTEMBER 1, 2015
[Sales] Hire High Performance Sales Teams # 2
Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization.
IT'S ALL ABOUT REVENUE | SUNDAY, JUNE 2, 2013
[Sales] Do Sales and Marketing BFFs Have to Share Data? [CHART]
by Andrew Stanbridge | Tweet this One of the keys to driving revenue is alignment between sales and marketing. We refer to this as sales and marketing being Best Friends Forever (BFF). The same is true for sales and marketing, and the technologies used by each. Do Sales and Marketing BFFs Have to Share Data?
SALES ENGINE | THURSDAY, APRIL 7, 2016
[Sales] Is sales and marketing alignment just a buzzword?
Sales and marketing alignment has been overused because many B2B companies are still operating with an outdated model where marketing builds branding and awareness and sales books appointments. If that describes your company’s current sales and marketing process, then yes, alignment is just a buzzword. Sales Enablement
FEARLESS COMPETITOR | SUNDAY, APRIL 22, 2012
[Sales] Want to Improve Profits Quickly? Reduce Sales Discounts
Reducing Sales Discounts delivers a major lift to the company’s profile and market valuation. Take a close look at Sales Discounts. If you are a CEO, CFO, investor or VP of Sales, this is important to you. Want to work on the sales team negotiation skills to address the discount issue? What do you think?
SALES PROSPECTING PERSPECTIVES | FRIDAY, APRIL 5, 2013
[Sales] How To Effectively Increase Your Sales Pipeline
When I was a rookie sales guy I was not much for business plans. We specialize in identifying and delivering high value sales opportunities to technology firms. I have learned over the years that having a well thought out plan to reaching any goal makes all the difference. Building a pipeline is no different. Failure is not an option.
VISIONEDGE | TUESDAY, MAY 20, 2014
[Sales] Craft a Killer Sales Playbook
The Sales Playbook, Defined. sales playbook is a collection of tactics or methods that characterizes the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales. The outcome?
SALES PROSPECTING PERSPECTIVES | FRIDAY, MAY 23, 2014
[Sales] How Trade Shows Can Impact Inside Sales Reps’ Sales Skills
Sales Prospecting Perspectives is pleased to bring you a post from Evan O''Toole , a Business Development Representative and social media team member at AG Salesworks. The power of face-to-face interaction in sales should never be undermined. Inside sales reps can see firsthand who and what their potential buyers look like.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JULY 31, 2013
[Sales] Integrating Social Media Listening Into The Sales Process
Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. Every sales professional understands that listening to your customer and building genuine relationships is the key to business development. Steps to Social Listening in the Sales Process.
B2B LEAD GENERATION BLOG | SUNDAY, AUGUST 5, 2012
[Sales] How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel
Twice as many sales-ready leads as any other lead generation channel. The team identified “Social Sellers,” the IntraLinks sales specialists who would be responsible for connecting with potential customers through LinkedIn, and who would promote the company’s value proposition via their personal brands. Setting direction. Company name.
INDUSTRIAL MARKETING TODAY | THURSDAY, JUNE 14, 2012
[Sales] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days. It is a long journey.”. Do you use inbound marketing?
IT'S ALL ABOUT REVENUE | THURSDAY, SEPTEMBER 4, 2014
[Sales] 7 Copywriting Formulas to Support Online Sales
For sales copy to grab a reader and compel them to buy, it must first get their attention, then gain their interest, and finally appeal to their emotions, all while simultaneously offering facts and stats. Getting it right is a delicate balance, but if you can nail it and create seductive sales copy your conversions will soar. So what?
GREAT B2B MARKETING | MONDAY, FEBRUARY 23, 2015
[Sales] How to Beat Larger Competitors at B2B Marketing and Sales
One way we have been successful in helping smaller companies overcome industry behemoths is by carefully designing and executing an end-to-end marketing and sales process that achieves a high close rate and low cost per new customer. Competitors B2B Marketing Marketing and Sales This is equally true in smaller market segments.
CRIMSON MARKETING | MONDAY, NOVEMBER 3, 2014
[Sales] My 2015 Sales & Marketing Predictions
I recently discussed my sales and marketing predictions for 2015 with Backbone Media. The post My 2015 Sales & Marketing Predictions appeared first on. And after you watch my video, click here for more B2B marketing predictions from other industry thought leaders. Corporate Marketing Marketing Technology
B2B MARKETING INSIDER | THURSDAY, SEPTEMBER 1, 2011
[Sales] The 8 Most Common Sales Mistakes
I often talk here about the need for better alignment between marketing and sales. It is because of this that I like to reach out to some of my friends in B2B Sales AND Marketing to provide their perspective. Additionally, my colleague in Inside Sales, Robert Krekstein contributed this post recently on Lead Nurturing.
FEARLESS COMPETITOR | MONDAY, AUGUST 22, 2011
[Sales] Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function
B2B Demand Generation | Why it belongs in Marketing – Not Sales. posted part of it below, but you have to visit Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function to read the full article. But what about sales prospecting? So why do sales people do it? Great show! David.
SALES INTELLIGENCE VIEW | SUNDAY, NOVEMBER 17, 2013
[Sales] Top 25 Sales Influencers List: Honoring Luminaries at Dreamforce 2013
The Annual Top 25 Sales Influencers list is here! For the last two years, InsideView has set a precedent assembling an authoritative list that recognizes the contributions and achievements of the brightest minds in the sales industry. The Three Peats: We’ve been watching these Sales leaders for a while. Sales 2.0 Trish.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, NOVEMBER 6, 2013
[Sales] Why New Sales Hires Frequently Fail
Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC. One of the most frustrating experiences for sales managers is hiring “hunter” salespeople who produce lackluster results in spite of their stellar interview performance. but they are also teachable.
SALESPREDICT | FRIDAY, DECEMBER 11, 2015
[Sales] Using Predictive Marketing to Enhance B2B Sales
Predictive marketing uses data-driven tools to deliver the insights B2B companies need to target effectively and improve sales conversions in today’s data-rich environment. This allows marketers to focus both their reach and their spend to drive successful sales. Predictive marketing can more than double sales conversions.
IT'S ALL ABOUT REVENUE | THURSDAY, SEPTEMBER 19, 2013
[Sales] How to Power Your Sales Funnel With Video Content
Video can power your sales cycle at every step of the buying process, but not all content is relevant to everyone. Rarely will you be dealing with one decision maker, especially in B2B sales, so you’ll need to articulate your product’s features as they appeal to both decision makers and on-the-ground users. Top Of Funnel Video Content.
AVITAGE | WEDNESDAY, JUNE 11, 2014
[Sales] For Sales Blogging and Social Selling – Think Like a Publisher
Huffington Post, see Mike Kunkle’s excellent webinar) To fuel this content dependent activity, many are urging sales people to blog, and to become thought leaders. Lori Richardson, John Jantsch, ITSMA) This is a logical extension from a belief that sales people must think more like marketers.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JANUARY 22, 2014
[Sales] If Sales Technology is the Future, How Do We Keep B2B Sales Interactions Human?
Sales Prospecting Perspectives is pleased to bring you a guest post from Lauren Weatherall , Senior Marketing Manager at TinderBox. Especially when it comes to sales technology. The fact that sales professionals only spend 41% of their time actually selling. This is where sales automation technology comes into play.
YOUR SALES MANAGEMENT GURU | SUNDAY, SEPTEMBER 23, 2012
[Sales] Sales Leadership: The Impact of Creating a Sales Process
Sales Leadership: The Impact of a Creating a Sales Process . Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. Let me know your thoughts on creating a sales process.
IT'S ALL ABOUT REVENUE | THURSDAY, MAY 14, 2015
[Sales] New Mobile Innovations Enhance the Marketing, Sales, and Customer Experience
Improve the Mobile Experience for Business Buyers and Sales Teams with Better Connections. B2B marketers need mobile connections that help marketing and and sales teams support better customer interactions with their product or services while they’re on the go. Mobile is big. We all get it. One issue is around identity.
SALES INTELLIGENCE VIEW | THURSDAY, MAY 1, 2014
[Sales] What’s This About Sales First? How Sales & Marketing Can Align To Better the Customer Experience
And without specific headcount to maintain a consistent customer experience, sales and marketing departments are expected to bridge the gap. Big surprise — if sales and marketing groups are not taking steps toward alignment, customer experience suffers. […].
THE EFFECTIVE MARKETER | TUESDAY, JUNE 26, 2012
[Sales] How to Get Sales and Marketing on the Same Page
Internal struggles between sales and marketing are commonplace in organizations of all sizes. Sales and marketing can make beautiful music together in the form of more leads and sales! Tensions abound when sales and marketing leadership are locked in a battle of wills. This is a guest post by Brad Shorr. Work On It.
IT'S ALL ABOUT REVENUE | FRIDAY, MARCH 16, 2012
[Sales] 5 Fundamental Sales Lessons from March Madness History
But it turns out there are some big lessons for sales from some of the greatest moments in March Madness history. For sales teams to win deals, they need the same confidence. Aberdeen Research’s Peter Ostrow revealed in a webinar that “Best in Class” companies deploying sales intelligence tools saw a 28.4% Confidence. Curiosity.
SALES PROSPECTING PERSPECTIVES | MONDAY, FEBRUARY 9, 2015
[Sales] How AG's Sales Development Managers Motivate Reps in February [Part 1]
February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers. Jimmy Grieve - Incentives and Praise.
IT'S ALL ABOUT REVENUE | SATURDAY, DECEMBER 7, 2013
[Sales] Do You Have Zombies in Your Sales Pipeline?
They are, for all intensive and purposes, lost deals but the sales rep has usually forgotten to close them out or has kept them open in a vain attempt to resurrect the deal. So, how do we combat these “walking dead” in the sales and marketing pipeline? Do You Have Zombies in Your Sales Pipeline? Follow Mike on Twitter @RTMike.
FEARLESS COMPETITOR | MONDAY, MAY 6, 2013
[Sales] Sales and Marketing Co-Creation – The Power of a Cold Beer
At the recent Sales and Marketing 2.0 Conference in San Francisco, Gerhard Gschwandtner, CEO of Selling Power told the attendees “ How can you build bridges between sales and marketing? Why these insights are so critical in your sales efforts so that you can “ fish where the fish are.” Buy them a cold beer!
SALES INTELLIGENCE VIEW | TUESDAY, SEPTEMBER 6, 2011
[Sales] Bridging the Massive Social Media Gap Between Sales and Marketing
expected Marketing to be the top of the list but was surprised to see Sales so far behind with only 11% of the companies having a formal approach for engagement through social media. If marketing is the focal point of social media engagement, sales NEEDS to be brought into the loop. Enterprise social selling is growing up.
GREAT B2B MARKETING | TUESDAY, DECEMBER 10, 2013
[Sales] B2B Sales and Marketing Trends for 2014
This gives the FMP team and me the ability to track the most significant issues facing marketing and sales professionals. For the past couple of years, we have been publishing the top B2B sales and marketing trends that we believe will have the most impact on a company’s ability to gain and maintain competitive advantage.
B2B MARKETING INSIDER | SUNDAY, AUGUST 30, 2015
[Sales] Can Content Marketing Accelerate Sales Pipeline?
Can posting the right content for the right customer on the right channel at the right time really speed up a sale? When it’s put that way, that type of sales success sounds more like it’s driven by publishing instead of selling, right? thought only call-blitzing sales rep could make a sale close faster. Awareness.
INDUSTRIAL MARKETING TODAY | TUESDAY, JULY 23, 2013
[Sales] Industrial Marketing, Lead Generation and Sales: It’s Complicated
Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking Remember this rom-com from 2009? Despite the critics giving it mixed reviews, it went on to gross $219.1 million worldwide. A hit movie for sure. Sometimes I feel the same way [.].
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JULY 16, 2014
[Sales] 4 Steps to Content Curation for Inside Sales Reps
Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. This is essentially what separates us from the rest of the sales community. In addition to being a Principal at Sales for Life , Dave is also an Advisory Board Member for Special Olympics Toronto
GREAT B2B MARKETING | WEDNESDAY, JUNE 18, 2014
[Sales] Sales and Marketing Plans Need to be Aligned
As a B2B marketing outsource provider, my team and I usually work very closely with the sales department at our client companies. The goal is to achieve effective alignment between what the marketing and sales teams are doing: driving to a common goal and reaching agreed-upon revenue targets. These are just two sales model examples.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, MARCH 6, 2013
[Sales] When Sales Reps Attack
Few types of people can impact a teleprospecting reps day more positively than the sales rep(s) that they support. When you are creating opportunities via Outbounding, sales is your customer. Therefore, any teleprospecting rep worth their salt cares what their assigned sales reps think about them. Those that support them.
HUBSPOT | SATURDAY, FEBRUARY 28, 2015
[Sales] 15 Expert Tips on Accelerating Your Sales
This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. Here are 15 tips from the book that can help sales leaders ramp revenue in a hurry.
SALES PROSPECTING PERSPECTIVES | TUESDAY, FEBRUARY 10, 2015
[Sales] 3 Soft Selling Skills I See In My Best Sales Development Reps
I was having an interesting discussion with my Director of Marketing the other day about her perspective on hard vs. soft sales skills. From what she has seen working with experienced sales guys and gals over the years is that they rely far too much on their hard skills to get them by. Sales Prospecting B2B Sales Success
WEBBIQUITY | SUNDAY, JULY 19, 2015
[Sales] The Business Revolution in Sales Acceleration
In 2014, the average budget allocated to outreach ranged from nine and 12 percent of sales revenues and up to 50 percent for a new product launch. Sales acceleration incorporates strategies that automate processes to reduce the required spend. Sales Acceleration Defined. Creating an Efficient Sales Funnel.
YOUR SALES MANAGEMENT GURU | TUESDAY, DECEMBER 9, 2014
[Sales] NON STOP SALES BOOM
NONSTOP SALES BOOM. Time for a new book review-that must be added to your sales library! My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. That chapter alone will begin to reset your view of the sales process.
FEARLESS COMPETITOR | MONDAY, JULY 11, 2011
[Sales] Good news/bad news in BtoB sales
Jim’s point – Doing what we did in the past will not improve sales performance. He presented “How to Build an Awesome Personal Brand at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. According to CSO Insights. the following statistics were just released.
SALESFUSION | TUESDAY, APRIL 1, 2014
[Sales] Social Media for the Sales Department
The post Social Media for the Sales Department appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"].
IT'S ALL ABOUT REVENUE | MONDAY, SEPTEMBER 15, 2014
[Sales] Why Content is the New Sales Call
When Google came out with their Zero Moment of Truth reports, there was a lot of highly compelling data points that made CEOs, CMOs and sales heads have to stop and reconsider almost everything they are doing; at least as it pertains to marketing. Content Is The New Sales Call. • 10.4 The ZMOT isn’t a new discussion point.
SYNECORE | TUESDAY, APRIL 15, 2014
[Sales] Sales are Struggling! Who Needs Attention: My Website or My Sales Team?
Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
YOUR SALES MANAGEMENT GURU | MONDAY, MAY 18, 2015
[Sales] Are You the Maestro of Your Sales Team?
Are You the Maestro of Your Sales Team? This level of trust is crucial in high performance sales teams when personality’s and tensions sometimes cause conflict. The sales leader must reinforce this whenever possible, especially during the monthly company meeting with all the employees. Need more sales management resources?
VIEWPOINT | THURSDAY, APRIL 17, 2014
[Sales] 5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”. It''s time to change how we talk about sales leads.
SALES INTELLIGENCE VIEW | FRIDAY, NOVEMBER 18, 2011
[Sales] How Science is Changing Sales As We Know It
Too many sales managers are trying to build their business by using methods that have been outdated for a decade. Understanding the science of sales and how sales intelligence can have an impact on decision makers is a major competitive advantage. How scientific is your sales process? Prospecting Sales 2.0
VIEWPOINT | TUESDAY, OCTOBER 7, 2014
[Sales] Becoming a Sales Freak and Changing the World
Inside Sales I just finished reading "Think Like a Freak" by the authors of Freakonomics. Rather than talking about the chapter that is so obviously tied to selling – How to persuade people that don’t want to be persuaded – let’s talk about the connection to thinking like a freak.
VIEWPOINT | TUESDAY, DECEMBER 10, 2013
[Sales] PowerViews with Chad Burmeister: Sales is More Scientific Nowadays
Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.
IT'S ALL ABOUT REVENUE | SATURDAY, NOVEMBER 2, 2013
[Sales] Is Sales Enablement a Two-Way Street? [CHART]
by Egan Cheung | Tweet this Marketers who focus on sales enablement processes, or provide tools to their sales teams that allow them to discover, profile, and engage their prospects, largely do so in the interest of giving their sales teams access to the information and materials they need to turn warm leads into cold hard cash. They
STORIES THAT SELL | TUESDAY, SEPTEMBER 11, 2012
[Sales] Supercharge Your Sales Conversations with Story
We hear a lot these days about the importance of storytelling in business – especially for sales people. But if you’re a sales person, you may still be wondering how exactly you’ll weave stories into your next face-to-face sales call. Advance or close a sale. A guest post by Andrew Nemiccolo.
IT'S ALL ABOUT REVENUE | MONDAY, NOVEMBER 23, 2015
[Sales] How to Generate Sales Leads Using Personality Quizzes
There are three steps in this process, and by the end you’ll know how to create a piece of content that is not only share-able and enjoyable for your audience, but also brings in targeted, sales-ready leads. That is possible, and today we’re going to look at how to do it for your brand. Titles like “What Color are You?”
SALES INTELLIGENCE VIEW | MONDAY, NOVEMBER 28, 2011
[Sales] Top 12 Ways Sales Leverages the Internet
It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. The important task of sales research. Prospecting Sales 2.0 56% conduct webinars.
B2B MARKETING INSIDER | WEDNESDAY, FEBRUARY 24, 2016
[Sales] Heads Up Sales… Change Is Coming
One of the things I hear most often as we work with clients or when I speak to marketing professionals is, “We cannot change the sales process.” The thinking behind this is that sales has an established process in place and to disrupt that process would be detrimental to the organization and its ability to […]. Content Marketin
B2B LEAD GENERATION BLOG | MONDAY, AUGUST 26, 2013
[Sales] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Many prospects aren’t ready to talk to Sales early in their consideration.
SALES INTELLIGENCE VIEW | TUESDAY, DECEMBER 18, 2012
[Sales] 32 Must Have Sales Tools in 2013
Last week, InsideView, along with DocuSign and Kred, held an extremely successful webinar titled: “32 Must Have Sales Tools in 2013.” ” The presentation featured 32 sales tools chosen by a handful of the most influential leaders in B2B sales. Sales and Marketing Technologist for Fill the Funnel, Inc.
VIEWPOINT | TUESDAY, JANUARY 14, 2014
[Sales] How to Diagnose if Inbounditis is Killing Your Sales Pipeline
In fact, it makes the whole sales pipeline sick. The 3 major symptoms of inbounditis are: 1) deal sizes slowly decreasing as inbound leads increase, 2) high-performing reps avoiding inbound lead follow-up, and 3) the percent of sales accepted leads decrease while lead quotas increase. How can you cure inbounditis? By Dan McDade
NUSPARK | SATURDAY, SEPTEMBER 10, 2011
[Sales] Sales Best Practices include Marketing-Sales Alignment
I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study. Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
NUSPARK | SATURDAY, SEPTEMBER 10, 2011
[Sales] Sales Best Practices include Marketing-Sales Alignment
I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study. Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
SALES PROSPECTING PERSPECTIVES | MONDAY, SEPTEMBER 8, 2014
[Sales] The Best Sales Prospecting Qualification Questions to Ask
When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. So here’s what I suggest for an exercise as you think about what sales prospecting qualification questions you want to ask. Will I scare prospects away asking too much too fast?
FEARLESS COMPETITOR | FRIDAY, JULY 26, 2013
[Sales] How to Create Content Maps That Actually Work in Sales Lead Generation
Content is critical in B2B sales lead generation. And I’m pleased to announce that Find New Customers now offers a Buyer Persona Service to craft best practices buyer persona programs for you – which feed highly effective marketing campaigns and sales enablement. Movement is critical!). It looked like this: Awareness.
ETRIGUE | TUESDAY, NOVEMBER 3, 2015
[Sales] Sales & Marketing – Can’t live with them, can’t live without them
A Case for Sales & Marketing Technology Integration. Erasmus might just as well have been referring to sales and marketing when he compiled that famous proverb in Adagia. The phrase can be used to describe the relationship between sales and marketing as well. Can’t live with them, can’t live without them”.
BIZIBLE | FRIDAY, JANUARY 8, 2016
[Sales] 4 Sales Enablement Tactics B2B Marketers Need to Master
Sales enablement is not a new term, but it’s often used as an umbrella for a wealth of actions related to the sales team. Although any amount of enablement is helpful, having a set process for how marketing can enable sales is where the key to success lies. Naturally, sales enablement begins with sales and marketing alignment.
SALES PROSPECTING PERSPECTIVES | TUESDAY, JANUARY 27, 2015
[Sales] The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps
Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. Only 8%!